Stargazing—How to look at your sales stars, and those who could be
When I see sales managers put their time attempting to boost their under-performers, I have to redirect their focus. Why invest in
October 21, 2020
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“No” is the start of a discussion, not the end.
When someone tells you, “No”, do you take that answer as final? Your computer doesn’t accept it. Think of all those times
June 13, 2017
The Pain Of Discipline Vs. The Pain Of Regret
Regret is one of those useless emotions. It’s mourning something you failed to do or get. You can’t change the outcome. It’s
May 2, 2017
Ice Cubes To Eskimos
Have you ever received a backdoor compliment? When I was once told I could “sell ice cubes to eskimos,” the context may
March 15, 2017
Life Feel Like A Pressure Cooker?
What’s a pressure cooker have to do with selling? There’s always pressure to be successful; financial pressure, family pressure, pressure from ourselves.
January 17, 2017
Business – A War Without Bullets
In 1964, two men shook hands and formed Blue Ribbon Sports, a running shoe company, inspired by a Japanese company. Five years
December 27, 2016
Selling Is A Contact Sport
We have evolved into a culture that expects instant gratification. We want Wi-Fi everywhere so we can access anything we want, at
December 13, 2016
The Power Of The Positive “No”
Former British prime minister Tony Blair once said, “The art of leadership is not saying ‘Yes’. It is saying ‘No’.” Saying “no”
November 15, 2016
Work Harder on Yourself Than You Work On Your Job
The U. S. Navy Seals have a motto: The more you sweat in training, the less you bleed in battle. Muhammad Ali
August 30, 2016
The Best Lessons Are Caught, Not Taught
Several years ago I was in a house and saw a poster that was titled “Children Learn What They Live.” The beginning
August 9, 2016
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